메뉴 건너뛰기




Volumn 14, Issue 1, 2003, Pages 1-20

A model of the effects of technical consultants on organizational learning in high-technology purchase situations

Author keywords

High technology products; Information search; Organizational learning

Indexed keywords


EID: 0037224035     PISSN: 10478310     EISSN: None     Source Type: Journal    
DOI: 10.1016/S1047-8310(03)00002-6     Document Type: Article
Times cited : (13)

References (49)
  • 2
    • 0000282511 scopus 로고
    • Double-loop learning in organizations
    • September/October
    • Argyris, C. (1977, September/October). Double-loop learning in organizations. Harvard Business Review, 55, 115-125.
    • (1977) Harvard Business Review , vol.55 , pp. 115-125
    • Argyris, C.1
  • 3
    • 0004002628 scopus 로고
    • Organizational learning: A theory of action perspective
    • Reading, MA: Addison-Wesley
    • Argyris, C., & Schön, D. A. (1978). Organizational learning: a theory of action perspective. Reading, MA: Addison-Wesley.
    • (1978)
    • Argyris, C.1    Schön, D.A.2
  • 4
    • 84936370399 scopus 로고
    • The emergence of norms in competitive decisionmaking groups
    • September
    • Bettenhausen, K., & Murnighan, J. K. (1985, September). The emergence of norms in competitive decisionmaking groups. Administrative Science Quarterly, 30, 350-372.
    • (1985) Administrative Science Quarterly , vol.30 , pp. 350-372
    • Bettenhausen, K.1    Murnighan, J.K.2
  • 5
    • 0004192228 scopus 로고
    • A behavioral theory of the firm
    • Englewood Cliffs, NJ: Prentice-Hall
    • Cyert, R. M., & March, J. G. (1963). A behavioral theory of the firm. Englewood Cliffs, NJ: Prentice-Hall.
    • (1963)
    • Cyert, R.M.1    March, J.G.2
  • 6
    • 0004192228 scopus 로고
    • A behavioral theory of the firm
    • Englewood Cliffs, NJ: Prentice-Hall
    • Cyert, R. M., & March, J. G. (1992). A behavioral theory of the firm. Englewood Cliffs, NJ: Prentice-Hall.
    • (1992)
    • Cyert, R.M.1    March, J.G.2
  • 7
    • 0000538339 scopus 로고
    • Observation of a business decision
    • October
    • Cyert, R. M., Simon, H. A., & Trow, D. B. (1956, October). Observation of a business decision. Journal of Business, 29, 237-248.
    • (1956) Journal of Business , vol.29 , pp. 237-248
    • Cyert, R.M.1    Simon, H.A.2    Trow, D.B.3
  • 8
    • 0002788469 scopus 로고    scopus 로고
    • Choice set size in high-technology business markets
    • Dawes, P. L. (1996). Choice set size in high-technology business markets. Journal of Business-to-Business Marketing, 3(1), 33-66.
    • (1996) Journal of Business-to-Business Marketing , vol.3 , Issue.1 , pp. 33-66
    • Dawes, P.L.1
  • 10
    • 33947287333 scopus 로고    scopus 로고
    • Communication activity in organizational high-technology purchasing decisions
    • Dawes, P. L., & Lee, D. Y. (1996). Communication activity in organizational high-technology purchasing decisions. Journal of Business-to-Business Marketing, 3(3), 3-38.
    • (1996) Journal of Business-to-Business Marketing , vol.3 , Issue.3 , pp. 3-38
    • Dawes, P.L.1    Lee, D.Y.2
  • 11
    • 0012443159 scopus 로고    scopus 로고
    • Factors affecting the involvement of technical consultant(s) in high-technology business markets
    • Dawes, P. L., Patterson, P. G., & Midgley, D. F. (1997). Factors affecting the involvement of technical consultant(s) in high-technology business markets. Journal of Business and Industrial Marketing, 12(2), 83-101.
    • (1997) Journal of Business and Industrial Marketing , vol.12 , Issue.2 , pp. 83-101
    • Dawes, P.L.1    Patterson, P.G.2    Midgley, D.F.3
  • 12
    • 0000506412 scopus 로고
    • A comparison of factors affecting use of marketing information in consumer and industrial firms
    • February
    • Deshpande, R., & Zaltman, G. (1987, February). A comparison of factors affecting use of marketing information in consumer and industrial firms. Journal of Marketing Research, 24, 114-118.
    • (1987) Journal of Marketing Research , vol.24 , pp. 114-118
    • Deshpande, R.1    Zaltman, G.2
  • 14
    • 84991149359 scopus 로고
    • Organizational learning: A review of the literature with implications for HRD professionals
    • Dixon, N. M. (1992). Organizational learning: a review of the literature with implications for HRD professionals. Human Resource Development Quarterly, 3(1), 29-49.
    • (1992) Human Resource Development Quarterly , vol.3 , Issue.1 , pp. 29-49
    • Dixon, N.M.1
  • 15
    • 0004176485 scopus 로고
    • Knowledge and the flow of information
    • Cambridge, MA: MIT Press
    • Dretske, F. (1981). Knowledge and the flow of information. Cambridge, MA: MIT Press.
    • (1981)
    • Dretske, F.1
  • 16
    • 0039378039 scopus 로고    scopus 로고
    • Disciplines of organizational learning: Contributions and critiques
    • Easterby-Smith, M. (1997). Disciplines of organizational learning: contributions and critiques. Human Relations, 50(9), 1085-1113.
    • (1997) Human Relations , vol.50 , Issue.9 , pp. 1085-1113
    • Easterby-Smith, M.1
  • 17
    • 0012399615 scopus 로고    scopus 로고
    • Accounting: The big five
    • Economist Staff Reporter September 20th
    • Economist Staff Reporter (1997, September 20th). Accounting: the big five. The Economist, 105-106.
    • (1997) The Economist , pp. 105-106
  • 18
    • 0012402399 scopus 로고    scopus 로고
    • IT consulting: Risky business
    • Economist Staff Reporter September 16th
    • Economist Staff Reporter (2000, September 16th). IT consulting: risky business. The Economist, 107.
    • (2000) The Economist , pp. 107
  • 20
    • 0001476946 scopus 로고
    • Using consumer perceptions and a contingency approach to improve health care delivery
    • March
    • Freidman, M. L., & Churchill Jr., G. A. (1987, March). Using consumer perceptions and a contingency approach to improve health care delivery. Journal of Consumer Research, 13, 492-510.
    • (1987) Journal of Consumer Research , vol.13 , pp. 492-510
    • Freidman, M.L.1    Churchill G.A., Jr.2
  • 21
    • 33751569966 scopus 로고
    • Vendor consideration and switching behavior for buyers in high-technology markets
    • Heide, J. B., & Weiss, A. M. (1995). Vendor consideration and switching behavior for buyers in high-technology markets. Journal of Marketing, 59(3), 30-43.
    • (1995) Journal of Marketing , vol.59 , Issue.3 , pp. 30-43
    • Heide, J.B.1    Weiss, A.M.2
  • 22
    • 0000504869 scopus 로고
    • The measurement of group dimensions
    • April
    • Hemphill, J. K., & Westie, C. M. (1950, April). The measurement of group dimensions. Journal of Psychology, 29, 325-342.
    • (1950) Journal of Psychology , vol.29 , pp. 325-342
    • Hemphill, J.K.1    Westie, C.M.2
  • 23
    • 84936824011 scopus 로고
    • Organizational learning: The contributing processes and the literatures
    • Huber, G. P. (1991). Organizational learning: the contributing processes and the literatures. Organization Science, 2(1), 88-115.
    • (1991) Organization Science , vol.2 , Issue.1 , pp. 88-115
    • Huber, G.P.1
  • 24
    • 16144367475 scopus 로고    scopus 로고
    • The organizational buyer behavior learning organization
    • Hult, G. T. M., & Nichols Jr., E. L. (1996). The organizational buyer behavior learning organization. Industrial Marketing Management, 25(3), 197-207.
    • (1996) Industrial Marketing Management , vol.25 , Issue.3 , pp. 197-207
    • Hult, G.T.M.1    Nichols E.L., Jr.2
  • 25
    • 0003454810 scopus 로고
    • Institutionalizing innovation: A study of organizational learning systems
    • New York: Praeger
    • Jelinek, M. (1979). Institutionalizing innovation: a study of organizational learning systems. New York: Praeger.
    • (1979)
    • Jelinek, M.1
  • 26
    • 0001812694 scopus 로고
    • Determinants of influence in organizational buying: A contingency approach
    • July
    • Kohli, A. K. (1989, July). Determinants of influence in organizational buying: a contingency approach. Journal of Marketing, 53, 50-65.
    • (1989) Journal of Marketing , vol.53 , pp. 50-65
    • Kohli, A.K.1
  • 27
    • 0003608991 scopus 로고    scopus 로고
    • Marketing management: Analysis, planning, implementation and control
    • Englewood Cliffs, NJ: Prentice-Hall
    • Kotler, P. (1997). Marketing management: analysis, planning, implementation and control. Englewood Cliffs, NJ: Prentice-Hall.
    • (1997)
    • Kotler, P.1
  • 29
    • 0000073079 scopus 로고
    • The processing of information by industrial buyers
    • December
    • Luffman, G. (1974, December). The processing of information by industrial buyers. Industrial Marketing Management, 3, 363-375.
    • (1974) Industrial Marketing Management , vol.3 , pp. 363-375
    • Luffman, G.1
  • 30
    • 0030194532 scopus 로고    scopus 로고
    • A theoretical perspective of the antecedents and consequences of organizational learning in marketing channels
    • Lukas, B. A., Hult, G. T. M., & Ferrell, O. C. (1996). A theoretical perspective of the antecedents and consequences of organizational learning in marketing channels. Journal of Business Research, 36(3), 233-244.
    • (1996) Journal of Business Research , vol.36 , Issue.3 , pp. 233-244
    • Lukas, B.A.1    Hult, G.T.M.2    Ferrell, O.C.3
  • 31
    • 0002673493 scopus 로고
    • Semantic quirks in studies of information
    • F. Machlup, & U. Mansfield (Eds.) New York: Wiley
    • Machlup, F. (1983). Semantic quirks in studies of information. In F. Machlup, & U. Mansfield (Eds.), The study of information (pp. 641-671). New York: Wiley.
    • (1983) The Study of Information , pp. 641-671
    • Machlup, F.1
  • 32
    • 21144464717 scopus 로고
    • A model of marketing knowledge use within firms
    • October
    • Menon, A., & Varadarajan, P. R. (1992, October). A model of marketing knowledge use within firms. Journal of Marketing, 56, 53-71.
    • (1992) Journal of Marketing , vol.56 , pp. 53-71
    • Menon, A.1    Varadarajan, P.R.2
  • 33
    • 0000105408 scopus 로고
    • To ask a question, one must know enough to know what is not known
    • June
    • Miyake, N., & Norman, D. A. (1979, June). To ask a question, one must know enough to know what is not known. Journal of Verbal Learning and Verbal Behavior, 18, 357-364.
    • (1979) Journal of Verbal Learning and Verbal Behavior , vol.18 , pp. 357-364
    • Miyake, N.1    Norman, D.A.2
  • 34
    • 0009993525 scopus 로고
    • A dynamic theory of organizational knowledge creation
    • Nonaka, I. (1994). A dynamic theory of organizational knowledge creation. Organization Science, 5(1), 14-37.
    • (1994) Organization Science , vol.5 , Issue.1 , pp. 14-37
    • Nonaka, I.1
  • 35
    • 0001581024 scopus 로고
    • Five dimensions of the industrial adoption process
    • August
    • Ozanne, U. B., & Churchill Jr., G. A. (1971, August). Five dimensions of the industrial adoption process. Journal of Marketing Research, 8, 322-328.
    • (1971) Journal of Marketing Research , vol.8 , pp. 322-328
    • Ozanne, U.B.1    Churchill G.A., Jr.2
  • 36
    • 0033164124 scopus 로고    scopus 로고
    • The determinants of choice set structure in high-technology business markets
    • Patterson, P. G., & Dawes, P. L. (1999). The determinants of choice set structure in high-technology business markets. Industrial Marketing Management, 28(4), 395-411.
    • (1999) Industrial Marketing Management , vol.28 , Issue.4 , pp. 395-411
    • Patterson, P.G.1    Dawes, P.L.2
  • 37
    • 0042006212 scopus 로고
    • The tacit dimension
    • London, UK: Routledge & Kegan Paul
    • Polyani, M. (1966). The tacit dimension. London, UK: Routledge & Kegan Paul.
    • (1966)
    • Polyani, M.1
  • 38
    • 84935503857 scopus 로고
    • Computer support of groups: Theory-based models for GDSS research
    • Rao, V. S., & Jarvenpaa, S. L. (1991). Computer support of groups: theory-based models for GDSS research. Management Science, 37(10), 1347-1362.
    • (1991) Management Science , vol.37 , Issue.10 , pp. 1347-1362
    • Rao, V.S.1    Jarvenpaa, S.L.2
  • 39
    • 0004017616 scopus 로고
    • Industrial buying and creative marketing
    • Boston: Allyn and Bacon
    • Robinson, P. J., Faris, C. W., & Wind, Y. J. (1967). Industrial buying and creative marketing. Boston: Allyn and Bacon.
    • (1967)
    • Robinson, P.J.1    Faris, C.W.2    Wind, Y.J.3
  • 41
    • 0002946881 scopus 로고
    • A model of industrial buyer behavior
    • October
    • Sheth, J. N. (1973, October). A model of industrial buyer behavior. Journal of Marketing, 37, 50-56.
    • (1973) Journal of Marketing , vol.37 , pp. 50-56
    • Sheth, J.N.1
  • 42
    • 0344079408 scopus 로고
    • Market information processing and organizational learning
    • Sinkula, J. M. (1994). Market information processing and organizational learning. Journal of Marketing, 58(1), 35-45.
    • (1994) Journal of Marketing , vol.58 , Issue.1 , pp. 35-45
    • Sinkula, J.M.1
  • 43
    • 0031495464 scopus 로고    scopus 로고
    • A framework for market-based organizational learning: Linking values, knowledge, and behaviour
    • Sinkula, J. M., Baker, W. E., & Noordewier, T. (1997). A framework for market-based organizational learning: linking values, knowledge, and behaviour. Journal of Academy of Marketing Science, 25(4), 305-318.
    • (1997) Journal of Academy of Marketing Science , vol.25 , Issue.4 , pp. 305-318
    • Sinkula, J.M.1    Baker, W.E.2    Noordewier, T.3
  • 44
    • 84992988776 scopus 로고
    • Market orientation and the learning organization
    • July
    • Slater, S. F., & Narver, J. C. (1995, July). Market orientation and the learning organization. Journal of Marketing, 59, 63-74.
    • (1995) Journal of Marketing , vol.59 , pp. 63-74
    • Slater, S.F.1    Narver, J.C.2
  • 45
    • 0039270138 scopus 로고    scopus 로고
    • Organizational learning and the learning organization: A dichotomy between descriptive and prescriptive research
    • Tsang, E. W. K. (1997). Organizational learning and the learning organization: a dichotomy between descriptive and prescriptive research. Human Relations, 50(1), 73-89.
    • (1997) Human Relations , vol.50 , Issue.1 , pp. 73-89
    • Tsang, E.W.K.1
  • 46
  • 47
    • 21144475458 scopus 로고
    • The nature of organizational information search in high technology markets
    • Weiss, A. M., & Heide, J. B. (1993). The nature of organizational information search in high technology markets. Journal of Marketing Research, 30(2), 220-233.
    • (1993) Journal of Marketing Research , vol.30 , Issue.2 , pp. 220-233
    • Weiss, A.M.1    Heide, J.B.2
  • 48
    • 0002829543 scopus 로고
    • Effectiveness in sales interactions: A contingency framework
    • Winter
    • Weitz, B. A. (1981, Winter). Effectiveness in sales interactions: a contingency framework. Journal of Marketing, 45, 85-103.
    • (1981) Journal of Marketing , vol.45 , pp. 85-103
    • Weitz, B.A.1
  • 49
    • 0000366405 scopus 로고
    • Developing and testing a contingency paradigm of group choice in organizational buying
    • ovember
    • Wilson, E. J., Lilien, G. L., & Wilson, D. T. (1991, November). Developing and testing a contingency paradigm of group choice in organizational buying. Journal of Marketing Research, 28, 452-466.
    • (1991) Journal of Marketing Research , vol.28 , pp. 452-466
    • Wilson, E.J.1    Lilien, G.L.2    Wilson, D.T.3


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.